The use of performance data with innovative marketing and fundraising techniques has driven success in the NFP sector. See how a variety of organisations have mastered the collection, management and use of program performance data to successfully communicate their community impact.

1. Using Performance Data:
Communicating Your Impact
Greg Simmons
Efforts to Outcomes Practice Manager

2. AGENDA
INTRODUCTION
OVERVIEW
w ❓
A CAUSE,
AN EVENT,
A PROGRAM
Q&A
WHAT
RESULTS ARE
OTHERS
SEEING?
WHAT IS
PERFORMANCE
MANAGEMENT
AND WHY?
APPLYING TO A
FUNDRAISING
STRATEGY
❓
📈🎯

4. SUNS Program
Management
Committee
Sports
Coordinator
Sports
Program
(220)
Coaches
(85)
Volunteers
(109)
Schools
Program
(385)
Coaches
(3)
Volunteers
(6)
Athletes
(4)
Events
Committees
Volunteers
585 Athlete’s
11 Schools
88 Coaches
169 Volunteers
7 Athlete Leaders

7. Vision – Beyond Our Community
= Our Vision
Their
Dreams
Their
Ideas
Their
Needs

9. WHAT IS PERFORMANCE
MANAGEMENT?
“You Can't Manage What
You Don't Measure”
paraphrasing of an original quote by Lord Kelvin. The first to use this paraphrasing
was Bill Hewlett, the co-founder of Hewlett Packer.
“…if I keep no record of
what I do, I can always
assume I’ve succeeded.”
-Stephen Colbert
-*10 Key Takeaways From Bill Gates' Annual Letter 2013*

10. Formal Definition of
Performance Management
“The systematic process by which an
agency involves its employees, as
individuals and members of a group, in the
accomplishment of agency mission and
goals”

11. PerformWell Performance Management Definition
Performance management is a dynamic process
that is designed to better understand program
operations, monitor outcomes, and ultimately,
help non-profits become high performing
organisations which produce outcomes.
It involves regular, ongoing performance
measurement, reporting, analysis, and program
modification.

12. What is Performance Management?
Performance management is the collection of
information by programs, organisations, or people
for the primary purpose of program / service
improvement.
Successful performance management relies on three
important features:
1) The regular and accurate collection of information, which is then…...
2) Shared in useable formats, which is then…..
3) Used to make changes in the hope of improving something (services,
programs, conditions, decision making, etc.)

13. Performance Management and Dieting
If you understand the concept of dieting, you understand
performance management.
Your expected outcome for dieting: to lose weight
Common approaches in dieting:
• Eat less (fewer calories)
• Exercise more
How do you know if your diet is working? You keep track of
important data like:
• Calories consumed
• Amount of exercise
• Weight change
You make determinations along the way to see if your
approaches are effective.

14. Performance Management – A more relevant example
After-school tutoring program assisting at-risk youth –
attempting to improve their math and reading
performance.
Collect the following data:
• Demographics and risk/protective factors
• Program attendance
• Amount of effort (hours and topics of tutoring)
• Report card grades (first / last grading period)
• Qualitative "well-being” measures

15. Performance Management – What it looks like
Finding #1: Halfway through program, notice that
program attendance is low among highest risk group.
• Action: Reach out to teachers to encourage highest-risk youth to attend
tutoring.
• Action: Have separate one-to-one discussions with highest-risk youth to
encourage attendance.
Finding #2: Math grades increased, but reading
grades did not change.
• Action: Investigate why this may be occurring.
• New finding: Tutors unfamiliar with reading curriculum used in school – so
tutoring not effective.
• Action: Train tutors in reading curriculum before start of next academic
year.

16. Why is Performance Management Important?
Helps you achieve better outcomes with
your service population.
Helps you become a more effective
organisation.

17. The Differences Between
Performance Management & Evaluation
Performance Management Evaluation
Internal staff Outside researchers
Data collected for management Data collected for research
Ongoing Once or periodic
Use of real-time data Findings delayed
Evolving Purpose pre-determined
Managing toward benchmarks
(or to create benchmarks)
Measuring increase/decrease

18. DIRECT
SERVICE
CASE
MANAGEMENT
MANAGE
CASE LOAD
TRACK
SERVICES AND
PROGRESS
PROGRAM
MANAGEMENT
MONITOR
SERVICE
DELIVERY
DETERMINE WHAT
WORKS AND
WHAT NEEDS TO
BE FIXED
EXECUTIVE
LEADERSHIP
VALIDATE AND
IMPROVE
EVIDENCE OF
IMPACT
BUILD CAPACITY
AND INCREASE
FUNDRAISING
ETO in Action

19. INDIVIDUAL PERFORMANCE
DASHBOARDS

20. LONGITUDINAL REPORTING

21. OUTCOMES REPORTING

22. • STREAT is a social enterprise that provides homeless youth
with the life-skills, work experience and training they require
to start a career in the hospitality industry. Their Melbourne-
based cafes, catering and coffee roasting businesses
provide the venues (and some of the funds) needed to
support their clients.
• STREAT began 2010 with two small food carts in
Melbourne’s Federation Square and a class of nine
trainees. STREAT has grown rapidly and now sold around
500,000 meals and coffees and provided almost 5,000 days
of training and work experience to over 100 local street
youth.
• STREAT recently won a national award for being Australia’s
Most Innovative Social Enterprise.

23. • Local Initiative Support Corporation (LISC) Financial
Opportunity Centers (FOCs) are local collaborations with
community-based nonprofits that offer employment,
training and placement services, financial counseling and
coaching.
• LISC employed performance management practices from the beginning of
the FOC program and zeroed in on three key metrics early in its
development of the program: net income, net worth and credit score.
• Tracking credit score information revealed that 42% of all clients had no
credit score, and prompted a focus on credit building programs
• By continuously improving programs with performance management, LISC
achieved a significant increase in all three areas:
Metric Percentage of clients with
positive gains in 2012 vs. 2011
Net income 99%
Credit scores 183%
Net worth 488%

24. • As a result of LISCs positive outcomes, the organisation
received four consecutive years of Social Innovation Fund
awards of $4.2 million each and the additional 100% match
funding required from other donors.
• Successful replications:
• Coordinate growth in their reach:
2005 Today
4 FOC sites 66 FOC sites
1 state 12 states
2010 Today
4,000 participants 22,000+ participants

25. • Are necessary inputs/resources in place?
• Are staff receiving adequate training and support?
• Are additional resources needed for successful program
implementation?
• How are program activities being
implemented?
• Do staff carry out activities as intended?
• Are program activities being implemented well?
• Is program achieving desired outputs?
• Are you reaching your desired population?
• Are people participating often enough?
• Is program is leading to participant
outcomes?
• Are skills or behaviors improving?
• Is knowledge increasing?
Why is Performance Management Helpful?

26. So…what does this mean for our sector?
• NFP’s turn $1 into <$1+
• FP’s turn $1 into <$1
• Capacity building & performance
management is key to demonstrate
impact to our funders & donors
• How can you help your program team?

27. So…what does this mean for Fundraising
• What are the current issues?
• How are we making a difference?
• Support your great stories and messages
with evidence-based data
• Leverage data to build corporate
relationships & support
• Use Peer-2-Peer to spread the message

28. SOCIAL SOLUTIONS
Company Overview
Chosen by
Thousands of High-
Impact
Organizations
Founded by former
Case Managers in
2000
The Leaders in
Performance
Management
150+
Team Members
We Measure the Strength and Impact of Transformational Relationships
Affiliations
Connected Health
and Human Services
Founders Credentials

29. FINAL THOUGHT…
We have gone
through this process
nearly 4,000 times -
we don’t want you to
re-invent the wheel!

30. QUESTIONS
&
ANSWERS
Where we hope you’ll find the answer to
any question you may have.
R
Go ahead. Ask away.
Give us your best questions.

31. WANT TO
KNOW
MORE
www.blackbaud.com.au/eto
R
Greg Simmons
greg.simmons@blackbaud.com.au
0417 803 830